2025 Business Planning Workbook

BusinessPlanning Workbook

PRESENTEDBYENGEL&VÖLKERS30ABEACHES

By failing to prepare, you are preparing to fail.

BENJAMINFRANKLIN

Pre-Business Planning Questionnaire

Pleaseanswerthefollowingquestionsyourself.Moneyquestionsreferto1099income.

1 Isthereanamountofincomethat,ifyoudon’tmakethisyear,youwillleavethebusiness?Ifso, whatisthatamount?$

2.Isthereanamountofmoneythat,ifyoudon’tmakethisyear,youwillreceivealotofpressure fromyourspouse/partner(ifapplicable)toquit?Ifso,whatisthatamount?$

3.Ifyouweretorateyourlevelofexcitementabouttherealestatebusinessrightnowonascaleof onetoten,withonebeing“I’mreadytoquit”andtenbeing“Iabsolutelyloveit!”wherewouldyou rateyourself?

4.Howmuchdoyouexpecttomakethisyear?$

5.Isthatamountsatisfyingforyou?

6.Didthatamountincludesavings,debtreduction,investmentmoney,recreation,dreamsand giving? YES NO SOME

7.Doyouknowhowmuchittakestopayyourbillsinyourhouseholdeverymonth?Ifso,whatisthat amount?$

8.Isyourbasicretirementtakencareof?(Bytakencareof,doyouhaveaplantocreateresidual incomeequaltoorgreaterthanyourmonthlyhouseholdlivingexpensesplustaxes?Relyingon SocialSecurityisn’tenough.) YES NO

9.Didyoudoanythingbigandfunthisyear? YES NO

10.Didyouplantodosomethingfunthisyearanddidn’tendupwithenoughmoneytodoit? YES NO

11.DoyouhaveanykindofawrittenLifeList? YES NO

12.DoyouhavetroublethinkingofthingstoputonaLifeList? YES NO

13.Doesyourspouse(ifapplicable)haveadifferentideaofwhatitemsmightbeonaLifeList? YES NO

14.Didyouknowyouhaveanexistingbusinessplan?(Whateveryouaredoingnowisyourbusiness planforthisyearandyourresultswerecreatedbythatplan.) YES NO

15.Doyoureallywanttochangeyourincomeand/oryourlifeorisitjustaniceidea? YES NO

Checklist

Pleasecheckallthatapply.

Iattendsalesmeetingsonaregularbasis Iamaconsistentambassadorforourcompany Ihaveanabundanceandgrowthmindset. Ihaveanelectronicmethodtocommunicatesuccessfullywithmycustomers(CRM). Istarteachdaywithatimeblockofmyweekforactivities.

Ihavethe“correct”numberofpeopleinmydatabasetoearntheincomeIwant Iamwillingtoinvestmoneyinmyrelationshipstogrowmybusiness Iamwillingtopracticemyskillsandscriptstomasterthem. Iknow“WHY”Iaminrealestate. Ihaveawrittensetoflifegoals. Ihaveawrittenfinancialplan Iexerciseconsistently Ieathealthy.

Ihavementors/rolemodelsfromwhomIlearnregularly. IhaveBuyer’spacketsreadilyavailable. IhaveSeller’spacketsreadilyavailable Ihavelistingpresentationsavailable. Ihavekeydatapointsavailable.

Checklist II

Pleasecheckallthatapply.

Ihaveawrittenbusinessplan

Ihaveasystemformanagingandthankingpeoplewhorefermebusiness Ihaveawrittenmarketingplanformylistings.

Iknowhowtoarticulatemyvaluepropositiontoaseller Iampreparedtoanswerthemostcommonbuyerandsellerquestions.

Ihaveachecklistofitemstocoverwithsellersinalistingconsultation Iknowhowtoarticulatemyvalueproptoabuyer

Find those items you did not check.

Decidewhichoftheseyouwouldliketoimplement Makealistbelowofthetenyouwanttotackle YourgoalinthefirstquarteristodoONEAWEEK Donottrytodotwoinaweek Justmakesure yougetonedone!

Overview of Last Year’s Business

MyDatabase(CRM–ClientRelationshipManager)

1 Ihave householdsinmydatabase

2.Isent mailingslastyeartomydatabase.

3.IhavemydatabaseinaCRMthatisworkingforme. YES NO

4.Icansendanemailtoeveryonerightnow. YES NO

MyProduction(Forthepast12months)

1.MyGrossCommissionIncome(GCI)forthelast12monthswas$________________.

2.Iclosed transactionsides. werelistingsides(sellers) weresellingsides(buyers) contractscanceled( %oftransactionsides)

Primaryreasonsforcontractcancellation:

3.Myaveragegrosscommissionincomeperclosingwas$_______________________.

4.Itook listings.

Listingsthathavesoldsofar_____%

Listingsthatarestillavailable_____%

Listingsthatexpiredorwerewithdrawn_____%

5. ofmysellerconsultationsresultedinthesellerlistingwithanotheragent.

Setting

My Business & Wealth Creation Plan I

Income

DatabaseGoal

Entertheamountyouintendtoearnin1099incomethisyear.

Enterthenumberofpeopleneededinyourdatabaseto achieveyourdesiredincome

MyNumber

Enterthenumberofunitsyouintendtoclosethisyear.

Basedonyour“number”,abouthowmanyunitswillthatbepermonth?

Enterthenumberofsellablelistingsyouwillcarrythisyear

Howmanypeoplearecurrentlyinyourdatabase?

Enterthenumberofpeopleyouneedtoaddtoyourdatabasetoachieve your“number”(accountforlistdepreciation)

Notes

My Business & Wealth Creation Plan II

ReviewyourDATABASEWEEKLY(Forchanges/propertymatches) Inordertoachieve“mynumber”,Iagreetodothefollowing:

Showup

Write2personalnotesaday

FocusonyourHotprospect Listdaily

FocusonyourCustomercallsweekly

Schedule2realestateconsultsaweek

Schedule50livecontactsweekly

Referral Follow-Up

Listbeloweachreferralyoureceiveandthesource.Keepingtrackofyourbusinesshelpsensure futurereferralsfromthesamesource.Usethetablebelowtotrackyouroutreachandfollow-up.

1 Thankyoucard/gift

2.Thankyoubyphone

3.Letthemknowafterinitialcontactismade

4.Progressreportduringtransaction

5 Reportonconclusionofreferral

6 Send“Thankyou”and/or“Payment”

Scorecard

Name

Weekof

Writemydailyaffirmations(M,T,W,Th,F,Sa,Su) Twopointsperday

Writemypersonalnotes(Twoperday) Twopointsperday

AttendSalesMeeting Takeaway: DatabaseandAutoFLOWRunning 3FLOWitemspermonth

AttendTour/Meeting BestValue:

ReviewHotList&WarmListDaily Twopointsperday

Callallbuyers/sellers/referralsourcesweekly

Interview*50peopleperweek(AskFORDQuestions) *Aconversationmusttakeplace

AddNamestoDatabase 1pointperaddress

AttendaSkillsGroupSession 5pointspersession

OpenHouses 5pointsperopenhouse

FloorDuty

5pointspershift

TwoLiveRealEstateReviewsWeekly 1=5points,2=10points,3+=5bonuspoints